Analyzing sales information can be a difficult process for any organization, and is critical to meeting sales expectations and understanding customer demand signals. What makes sales analysis so difficult is that many perspectives can be taken on the enormous amount of information that is captured during the sales process.
Some key questions include:
Who are our top customers?
Who are our most productive sales representatives?
How are our high margin products selling and to whom?
The key thing here is that during the analysis process, one answered question always leads to further questions depending on the results; in other words, the analysis process's diagnostics. These paths to discovery cannot be precalculated or anticipated. With this in mind, let's take a look at how the Sales Discovery application seeks to meet these requirements.